Job Level:

Business Operations-B5

PP Field Sales Manager Baltics (f/m/x)

in Royal Canin, Sales Department

Location: Baltics

The PP Field Sales Manager n is responsible to guarantee the achievement of sales growth in Pet Professional (VET Business/ PRO Business), all qualitative and quantitative targets with maximum profitability, in an increasingly changing and competitive environment, and ensuring alignment with our ambition and Vision.  

Manage, develop, and motivate through excellent leadership a high-performance Sales team, so individual and team objectives are met.  Responsible for all the processes and ways of working of the team to ensure a lean and efficient methodology.

Responsible for all the processes, procedures, and ways of working of the team to ensure a lean and efficient collaboration within the team; within the pillars & within the RC CNE organization when necessary to secure efficient and performant management.

What are we looking for?

• Higher (university) degree preferable in Veterinary Medicine, Management or Marketing
• 3+ years people management experience. Proven track record in development and engagement of associates and a team
• 5+ years’ experience in field sales or Key clients
• Comprehensive understanding of the Royal Canin Brand and values as well as of the VET/ PRO market
• User level knowledge in Microsoft Office (Excel, PowerPoint and Word)
• Position based in the core business area
• Fluency in English written and spoken, to at least one of local languages (Estonian, Latvian, Lithuanian or Russian)
• Business travel is an important part of the job
• Driving License

What will be your key responsibilities?

• Responsible for the promotion and distribution of the VET/ PRO ranges in Veterinary clinics/ towards Breeder & Shelters in the Baltics market, through direct distribution, organizing the resources of the company in order to achieve the best introduction of the brand and, for PRO, ensuring alignment with the sponsorship & shelter governance.
• Implement business strategies through the team in order to negotiate annual sales terms with clients, the analysis of market and competency, control and follow up of merchandising policy, the definition of sales objectives for the team, analysis of results
• Deliver sales targets and key KPIs for PRO & VET field sales (e.g NSV, SKU penetration, Perfect Clinic, visits per day, coverage). Implement/execute field sales & marketing activities plans (including Perfect Clinic). Set, monitor, and follow up (weekly & periodical) field sales performance versus objectives.
• Implement clear reporting process to track Baltics Field sales team and individual performances on key leading activities targets. React on time to correct performance trends & support Baltics to achieve plan & target.
• Manage the sales team under the strategies aligned with the vision and values of Royal Canin that includes coaching in the field, in order to motivate and promote high performance collaboration.
• Improve the Royal Canin prescription rate, physical availability, and scientific image in clinics (only applicable for VET), in order to achieve our goal of Serve More Pets. Create and develop sales opportunities to increase Royal Canin income, with both existing and potential new clients.
• Own SIP definition; target setting; process & governance respect with accurate and precise data input & output.
• Manage the allocated budget for the field sales region to meet the Company’s strategic and operational business plans. Contribute to the development of the culture of continuous improvement within the team in order to meet performance targets, define and monitor KPIs, including the implementation of a lean methodology.
• Secure full integrated SRM governance procedure respect. Defining WOW for vet clinics QTT pay out; QTT validation.
• Ensure a high level of engagement in the team, being able to support all Company decisions and put the Principles in action.

What can you expect from Mars?

• Work with over 130,000 diverse and talented Associates, all guided by the Five Principles.
• Join a purpose driven company, where we’re striving to build the world we want tomorrow, today.
• Best-in-class learning and development support from day one, including access to our in-house Mars University.
• An industry competitive salary and benefits package, including company bonus.
• Support in career building through personalized development plan
• We will also look after your safety and well-being by offering you rich benefits package including life & health insurance, Employee Assistance Program fully covered by Mars